Conceptual framework for the characterization of the order promising process in a collaborative selling network context

F. Alarcón, M.M.E. Alemany and A. Ortiz

International Journal of Production Economics, 2009, vol. 120, issue 1, 100-114

Abstract: In recent years, the creation of supply chains (SCs) and selling networks (SNs) has offered firms new business opportunities based on collaboration and cooperation. One of these opportunities consists in a better response to dynamic market needs by marketing products/services packages (PS-Ps) with greater added value for the client. The aim of this work is to define a conceptual framework to support the characterization, design, and/or management of one of the key processes in client satisfaction and operational efficiency: the order promising process (OPP) in the context of collaborative selling network (CSN), which markets PS-Ps. To attain this objective, a research method based initially on the search for studies was followed to help define a conceptual framework for OPP characterization, and also the elements and structure it should have. On the basis of this initial search, a structure for a conceptual framework for the characterization of the OPP is proposed and specific studies that assist in determining and defining the contents of such a conceptual framework are analyzed. With the proposed conceptual framework, the members of a CSN can easily and systematically identify and define all the aspects that influence the OPP in a collaborative context, and may design the process in such a way that client satisfaction and SN efficiency are maximized. Furthermore, the framework structure and contents may be useful to analyze existing literature from a scientific point of view, thus enabling the identification of future lines of research.

Keywords: Order; promising; process; (OPP); Conceptual; framework; Collaborative; selling; network; (CSN); Product/services; package; (PS-P); Supply; chain; (SC) (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:proeco:v:120:y:2009:i:1:p:100-114

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